Senior Director/Executive Director, Trade Relations & Patient Services

Reporting to the Vice President, US Market Access, the Senior/Executive Director, Trade Relations & Patient Services is responsible for overseeing and leading the management of Shionogi trade partnerships and optimizing patient services to ensure the effective distribution and accessibility of our products. This role will be responsible for developing, enhancing, and implementing Shionogi’s strategic business opportunities with key trade partners, primarily drug wholesalers, specialty distributors, and specialty pharmacies.

The Trade Relations & Patient Services Lead is required to have a deep understanding of pharmaceutical trade and patient services dynamics, regulatory compliance, and a commitment to enhancing patient outcomes.

• Develop and maintain strategic relationships with pharmaceutical distributors, wholesalers, and other key trade partners to drive contracting opportunities, increase revenue and ongoing contract performance
• Negotiate and manage complex contracts, pricing agreements, and distribution strategies to maximize the efficiency of Shionogi product distribution
• Manage and lead Trade commercial activities for assigned accounts in Wholesale, Specialty Distribution and Retail Pharmacy accounts
• Develop and manage strategic partnerships with multiple internal and external stakeholders to maximize pre-launch and launch execution and maintain optimal post-launch product availability with all assigned accounts
• Lead and manage account relationships with their operations and management personnel to monitor distributor operations, assure compliance with contract terms, and resolve data reporting and downstream customer issues
• Collaborate with Field Sales, Marketing, and Market Access teams to identify, develop and lead efforts with Retail Pharmacy customers on brand/disease state awareness, education, marketing, and adherence for pre-launch, launch, and mature brands
• Develop launch trade strategies for pipeline products that ensure product supply to end customers
• Participate in Business Reviews with assigned accounts to facilitate alignment with Distribution Services Agreements and trade policies (inventory levels, purchase controls, data, return goods,) and key performance metrics by working with Finance, legal, brand management and analytics
• Participate in the development and implementation of distribution related policies and procedures including but not limited to orders, returns, and inventory
• Act as the point of contact for assigned accounts to mitigate and resolve problems related to product inventory levels, product listings, data reporting, compliance and downstream customer issues
• Lead the close partnership with supply chain and logistics teams to ensure the efficient and timely distribution of Shionogi products
• Oversee the design and implementation of HUB, patient services programs, ensuring accessibility, support and affordability of Shionogi products
• Lead the recruitment and development of a Field Reimbursement Manager team – create objectives, key performance indicators, and a culture of high performance
• Partner with healthcare providers, patient advocacy groups, and insurance partners to enhance patient support services
• Implement strategies to address patient needs, such as co-pay assistance programs and adherence support initiatives
• Services field reimbursement managers to create pull through/case management initiatives & drive implementation nationwide
• Continually assesses impact and execution of access services and offerings including feedback from service users and internal stakeholders
• Develops awareness of market and government policy changes in collaboration with legal and compliance from a Distributor and Field Reimbursement perspective and implications across key stakeholders to help inform/update commercial strategies
• Provide guidance on pharmaceutical industry trends, regulatory changes, and best practices
• Optimize inventory management processes to minimize stockouts and excess inventory
• Collaborate with cross-functional teams to address challenges and streamline operations
• Foster a culture of excellence, innovation, and continuous improvement within the team

Minimum Job Requirements

Qualifications

• Bachelor's Degree; Advanced degree is a plus
• Minimum of twelve (12) years pharmaceutical or biotech experience with a minimum of eight (8) years of trade and/or channel operations experience
• Minimum of five (5) years experience leading Trade Relations and Patient Services function
• Direct line team leadership experience
• Experience with multiple aspects of trade and channel operations including but not limited to customer relations, contract negotiations, distribution channel policy development, etc.
• Trade experience launching new products with full-line wholesalers and/or specialty distributors, experience must include negotiating first time purchase quantities and one-time launch promotional terms and discounts
• Proven ability to establish and manage complex distribution channels for multiple products
• Proven success building relationships with Pharmacy, Trade, and other executives
• Strong understanding of the US access environment, including distributors, pharmacies, reimbursement / co-pay support services, payer coverage, pricing, patient support programs, field reimbursement specialists, etc.
• Working knowledge of the pharmaceutical industry and the prescription drug distribution process in a large healthcare organization or prescription drug vendor; understands the pharmaceutical supply chain distribution process
• Understanding of reimbursement methodologies utilized by commercial and government payers under pharmacy benefits
• Drive a clear vision among team members effectively aligning resources and activities to achieve functional area and/or organizational goals

Competencies

• Demonstrated ability to effectively communicate complex business challenges and data-driven recommendations to senior leaders
• Negotiation skills and proven experience with contract negotiations
• Ability to work effectively in a cross functional matrix environment
• Strong understanding of regulatory, legal, compliance requirements for success
• Strong business acumen, organizational and leadership skills
• Excellent ability to communicate in verbal, written, and presentation form
• Ability to complete quantitative and qualitative analyses of complex strategic initiatives
• Proven ability to develop strong customer relationships and demonstrated results
• Strong analytical and problem-solving skills
• Demonstrated ability to develop/implement account specific business plans, strategies and tactics designed to maximize results
• Strategic focus and the ability to identify key trends, customer needs, competitor pressures, financial data, and market analytics to develop short and long- range account plans that align with business objectives

Other Requirements

• This position has significant managerial and decision-making authority, leading a multidisciplinary team including trade relations manager and field reimbursement managers
• Motivates and leads the team to exceptional performance and achievement of goals and objectives
• Responsible for recruiting, hiring, coaching and developing a team of experienced field reimbursement managers
• Comply with all laws, regulations and policies that govern the conduct of distribution activities
• Driving in a safe manner to required meetings and appointments
• Valid driver’s license with a clean driving record and ability to pass a complete background check
• Must have valid licenses and credentialing required to conduct business in assigned territory
• Ability to travel up to 50%, may include overnight/weekend travel
• Ideal living location is a commutable distance to our US Corporate Headquarters in Florham Park, NJ

Essential Physical and Mental Requirements

• Ability to articulate clearly and conduct verbal presentations with large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods of time – up to four (4) hours at a time.
• Ability to lift, tug, pull up to fifteen (15) pounds.

To be considered for this position, you must apply and meet the requirements of this opportunity. We look forward to reviewing your resume & qualifications.

Disclaimer

The job description is not designed to cover or contain a comprehensive listing of requirements, duties or responsibilities that are required of the employee. Other requirements, duties and responsibilities may change or be assigned at any time with or without notice. 

You acknowledge and agree that information described herein may be disclosed to applicable regulatory authorities, alliance partners and/or third-party service providers as necessary for Shionogi to fulfil its obligations under applicable laws, including but not limited to compliance with regulatory inspections and/or audits.

Shionogi Inc. is an equal opportunity/affirmative action employer.
All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law.
It is the policy of Shionogi Inc. to undertake affirmative action in compliance with all federal, state, and local requirements to recruit a diverse pool of applicants and to ensure that our employment practices are, in fact, non-discriminatory.

If you are qualified individual with a disability or a disabled veteran, you may request a resonable accomodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accomodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.